„Resellerzy, nie rezygnujcie ze sprzętu!”
"Nie słuchajcie tych, co chcą żebyście odeszli od sprzedaży sprzętu na rzecz usług" - apeluje do resellerów dyrektor Canalysa.

Szef Canalysa, Steve Brazier, zachęcał partnerów, by nie ograniczali oferty sprzętu, twierdząc że pozostanie on istotną częścią kanału sprzedaży. Analitycy Canalysa prognozują, że w 2020 r. 90 proc. partnerów w regionie EMEA połowę obrotów będzie osiągała ze sprzedaży urządzeń.
"Nie słuchajcie inwestorów, którzy żądają od was, abyście odeszli od sprzedaży sprzętu i skoncentrowali się na usługach" – apelował Brazier według channelnomics.eu na konferencji Canalys Channel Forum EMEA.
Zwrócił uwagę, że rynek komputerów stabilizuje się. W jego ocenie biznes PC ma się zaskakująco dobrze, a wielu resellerów korzysta na cyklu wymiany sprzętu. Według IDC spadek sprzedaży komputerów na świecie w II kw. 2017 r. wyniósł tylko 0,6 proc., a w 2018 r. Gartner przewiduje wzrost o 1,7 proc.
"Ceny komputerów rosną, wasze marże również. Jeśli ktoś wam mówi, że sprzedaż komputerów umiera, jest całkowicie w błędzie. PC znów stał się zyskowną częścią kanału sprzedaży" – utrzymuje dyrektor.
"Pięć lat temu firmy storage'owe były królami branży. Myśleli, że są wyjątkowi. Ale pamięć masowa uległa komodyzacji, a faceci od storage'u chodzą do firm komputerowych i mówią: proszę, dajcie mi pracę" – twierdzi Brazier.
Jego zdaniem biznes partnerów spada w takich obszarach jak pamięci serwerowe i sieci przewodowe, ale są inne dobrze rokujące sektory, jak bezpieczeństwo i sieci bezprzewodowe. Według dyrektora infrastruktura i bezpieczeństwo stają się zyskowne dla partnerów.
Ocenia, że na rynku SaaS (oprogramowanie jako usługa) integratorzy będą odgrywać coraz większą rolę.
"W tym roku 50 proc. oprogramowania będzie dostarczone jako usługa. Jesteście sfrustrowani, że marże na tym są niskie, ale mam dla was dobrą wiadomość: producenci coraz częściej oferują różne wersje SaaS dla różnych branż i zastosowań, aby zaspokoić potrzeby klientów" – mówi szef firmy analitycznej.
Według niego takie zmiany to dobra wiadomość dla partnerów z umiejętnościami programistycznymi, aby umożliwić użytkownikom integrację. Według niego firmy mają problem z dostosowaniem SaaS do zmieniających się potrzeb. "Zacznij myśleć tak jak klient. Płacę co miesiąc za używanie oprogramowania, za uaktualnienia, ale nie mogę ich używać, bo boję się, że będzie problem z dostosowaniem do mojej organizacji" – radzi Brazier.
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W magazynach nadal jest za dużo komputerów
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